INA_courses

Intensive Negotiation Skills Program (3 days)

Course content

Day 1

Case study on bargaining and the importance of high aspirations
Creating value vs. claiming value
Basic negotiation principles
Case study changing perceptions during negotiations
The importance of verbal and non-verbal communication during negotiation, with
special reference to politeness, space, body language, roles and voice
How to negotiate for gain and avoid loss

Day 2

Case study to emphasise the importance of trust, visibility and flexibility in negotiation
Establishing common ground during negotiation
Understanding personality and the effect it has on negotiation
Personality questionnaire and discussion
Positive persuasion techniques
Changing opinions and behaviour

Day 3

How to handle conflict during negotiation
Multi-party case studies
Preparing for negotiation
The positive deployment of power in negotiation
Video to demonstrate the positive and manipulative use of power
Video taped negotiation sessions and individual feedback

Evaluation

Participant involvement and performance during the course serves as the measure for evaluation during the course.

Certificate

On successful completion of the full course, participants receive the International Negotiation Academy’s certificate in negotiation skills.

Conclusion

Based on the recommendation of the SETQAA evaluators, it has been concluded that International Negotiation Academy (PTY) ltd should be awarded Provisional Accreditation,
(decision number 2041) for the provision of education and training in the following

Learning programme/
Skills programme Recommended
status NQF
level

Intensive
Negotiation Skills
Program Provisional
Accreditation 4

Credit Credit List of ETD
Practitioners List of
Assessors

5 HIJ Spoelstra HIJ Spoelstra

COURSE DATES 2010

01 – 03 MARCH 2010 MIDRAND (SA)
03 – 05 MAY 2010 PERTH (AUSTRALIA)
02 – 04 JUNE 2010 MIDRAND (SA)
19 – 21 JULY 2010 LONDON (ENGLAND)
16 – 18 AUGUST 2010 MIDRAND (SA)
20 – 22 SEPTEMBER 2010 LONDON (UK)
13 – 15 SEPTEMBER 2010 MIDRAND (SA)
01 – 03 NOVEMBER 2010 MIDRAND (SA)

COURSE FEE:

The all-inclusive Course fee for 2009 is
R7 990-00. This includes VAT, handouts and the book: “Negotiation: Theories, Strategies & Skills”, by Spoelstra and Pienaar, lunch and refreshments.

COURSE VENUE

All the Midrand (South Africa) courses will be presented at the ESKOM Integrated Learning Program Centre in Midrand.

Companies enrolling five or more delegates receive a 10 percent discount.
Additional information
Phone: 0860 833 555
E-mail: negotiate@telkomsa.net

Should you wish to enroll, please complete the attached application form and fax to:

(086)0 833 555